Episode 9: Scaling a tech company in the midwest with Marc Bernstein of Balto
Marc Bernstein shares his story of fulfilling his dreams by turning a vision into a software reality. In this episode of Leaders of B2B, Marc talks about how he began his career and how he faced immense hurdles to co-found Balto Software.
Anchored by the gravitational pull of the comfort zone that was his blossoming career, he scaled that crag only to be faced by even steeper challenges, scaling a startup with minimal resources.
Marc talks about how he was able to balance the limitations of the early startup’s exchequer with developing a product that would deliver value and a competitive advantage in terms of providing instantaneous information to sales center leaders and agents.
Marc talks about the essential aspect of proper timing and fostering the right conditions before seeking funding and why that’s a very important strategy that shouldn’t be overlooked in every tech startup. Marc outlines the CEO’s main functions, including the capability to Attract, Connect, and Deliver, and talks about how essential it is to work backward and deliver a winning product before scaling up the resources for it and aggressively going out to attract customers and funding for it.
This approach is manifested in Marc’s Barbell Selling Strategy in which he zeroes in on showing a great product that satisfies the needs of the organization across multiple functions that hold their own respective areas of prioritization.
Any follower of the industry and scholar of the trends and methodologies in establishing a startup will find this podcast extremely insightful and inspiring. Marc provides an excellent background of his entire startup journey and teaches us about the Barbell Sales Strategy that focuses on product development that is impactful in the organization.
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